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Aug 30, 2017

NETWORKING QUIZ

Best Practices for Your Next Networking Event

by Niiraj R Shah & Vince Vigneri

Q1You attend a networking
function and don’t see anyone you know. You:

Wander around and look for someone you know. If you can’t find
anyone, you head straight to the drinks counter and wait for someone to
introduce themselves to you. Otherwise, you stand around for a while and
leave early after having a few drinks.

Make sure you never
attend functions by yourself. You always drag along someone with you to
give you company. If no one is willing to come with you then you don’t go.

Turn up early and help the organisers set up. Find out from the
organiser who is expected to attend and ask for some specific
introductions. You also help welcome other attendees.

Q2. You’ve
just made a new contact at a function. You want to make a good first
impression. How do you introduce yourself?

By your reputed profession (e.g., I’m a chartered accountant).

By mentioning your title and which industry you are in (e.g.,
I’m the CEO of an I.T. company).

In a crisp and memorable way that describes how you help people
in a way that opens up a conversation.

Q3.
You’ve attended a great networking function where you have collected lots of
cards of potential suppliers and clients. What do you do with them?

Give them to your secretary to sort out alphabetically and put
in a card file or rolodex for future use.

Categorize each card: a hot contact, person of interest, or not
of immediate interest. Scan your cards using a card scanner and save
according to profession, industry and date. Then follow up with a thank
you e-mail and phone call to fix up a meeting with hot contacts and people
of interest.

Write small notes on top of each of card indicating the date
and some things of interest about the person (e.g., a client they service).
File for future use.

Q4: While networking you come across a potential hot
prospect for your business. How would you engage them in a meaningful
conversation?

Ask the other person questions so that you better understand
how you can help them. You also volunteer information about yourself and your
company that you feel is relevant to helping their company. You don’t try
to close a sale there, but instead try to get an appointment to meet to
discuss things further.

Proceed to tell them about you and your company. Establish your
credibility by mentioning the number of years you have been in business,
the infrastructure your company has, your key products and services, and
well-known clients it deals with. Try to close the deal. Strike while the
iron is hot!

Ask the other person questions to get them to talk about
themselves and their company. This way you find out a lot about them and
their company so that you are able to utilise this vital information in any
sales pitch you make.

Q5:
You had a great exchange with some new contacts. Now you’re wondering how to
make a graceful exit so you can meet other people. What do you do?

Wait for a lull in the conversation and excuse yourself to go
top up your drink.

Mention that you enjoyed your chat and ask for permission to
call in a day’s time when you can fix up a meeting to discuss things in
more detail.